listing presentation back to back
DESCRIPTION
Listing Presentation back to backTRANSCRIPT
P R U D E N T I A L C A L I F O R N I A R E A L T Y
Conley Team“It’s Your Home, It’s Our Business.”
12544 High Bluff Drive, Suite 100San Diego, CA 92130
Office: (858) 755-5224Fax: (858) 755-5384
www.ConleyTeam.com
Don Conley Mike MullinsMobile: (858) 922-7501 Mobile: (858) 442-4126Email: [email protected] Email: [email protected]
Matt Lockhart David FoggianoMobile: (858) 245-8424 Mobile: (858) 357-7753Email: [email protected] Email: [email protected]
Conley Team
Conley Team Profile
David Foggiano
5 years as a salesperson with The Conley Team. Strengths: economics & finance, sales, customer service, networking, negotiation.
Matt Lockhart
12 years with Prudential California Realty, 8 of which have been with The Conley Team. Matt comes from a successful real estate family, grew up locally. Strengths: product knowledge, customer service, internet marketing.
Mike Mullins
10 years working with The Conley Team, 8 as a Top Producing agent. Mike’s sales skills make him a valued asset to the team. Strengths: follow-up, client service, product knowledge.
Don Conley
37 years as a top real estate salesperson (20 of these with Prudential California Realty servicing North San Diego County). Don is a broker, GRI, CRS, and has completed numerous certification programs to make sure he is on top of his game. In 16 of the 20 years with Prudential California Realty, Don has been in the top 100 agents for Prudential Nationwide and 3 times in the top 10 out of approximately 63,000 agents! His strengths: “A Bull Dog” negotiator, closing deals & marketing.
There is no secret to sales; hard work, relationship building, and knowledge are what it takes! That is why our mission statement is “it’s your home, it’s our business.”
Hard Work: No one can work 24/7, but if you don’t that is when your buyer calls. That is why we work as a team. With 4 of us we can make sure your buyer doesn’t get away!
Relationship Building: You have heard it before, “It’s who you know”. Our success is built on developing relationships that generate buyers for your property. Our relationship with Prudential California Realty (San Diego’s #1 Broker) is key to this relationship network. Marketing is key to relationship building and we understand why, where, and how buyers look for homes. Additionally our realtor community relationship is extremely important to us in maximizing the number of buyers for your home.
Knowledge: In our opinion there is no other real estate team with more knowledge about all aspects of real estate than The Conley Team. With over 50 years combined experience and over 1,000 closed sales, we know our business!
Conley Team
Designations
Guarantee Sale Certificate:• 60 day guaranteed sale of your property or reduce the listing side commission by half.
$1000 Certificate: • We will sell your property in an agreed time or give you $1,000 cash.
Inside Buyer Program:• Would you as a seller appreciate 33.33% of the commission earned on the purchase of your next home?
Easy Exit Listing Agreement: • No hassles, we only want to work with individuals who want to work with us.
Limited Inventory Guarantee:• We guarantee limited listing inventory during your listing period to best serve you.
We Put You In Control
How can you tell if your real estate agent has the knowledge and experience you need? Ask about their designations. Designations mean your agent has invested their time and money to attend courses, take and pass difficult exams, and achieve specified levels of professional achievement in order to earn each Designation. This translates into a professional with advanced degrees to assis you in protecting your biggest asset!
Certified Residential Specialist® / CRS® - The CRS® Designation is awarded to the most experienced REALTORS® who complete advanced training in listing and selling, and meet rigorous production requirements. This is one of the highest designations a realtor can receive. Graduate REALTOR® Institute / GRIsm - This designation is for residential real estate agents who must complete a year long program. This program greatly enhances an agents ability to benefit their clients needs.
e-PRO® - e-PRO® is not just about technology - it’s about how you can leverage your most powerful asset, your people-skills, into doing more business through.
Exhaustive Internet Training•
Unique Competitive Advantage•
Professional Distinction•
Conley Team
Testimonials
“Don Conley has a unique advertising program to help him accomplish the goal of getting your property sold. His abilities in negations took out the anxiety in the sale of our home and netted us more money than we anticipated. Great execution, thank you!
- Jeb S. . Money Manager (Carmel Valley)
“Don Conley is extremely knowledgeable, friendly, tactful, realistic, and aggressive and just makes things happen.”
- Jay C., CEO (San Diego)
“I have been a real estate broker in San Diego for over 35 years. Mike Mullins is one of the best agents I have ever worked with.”
- Jim M., Real Estate Broker (Carmel Valley)
“My wife and I recommend Mike Mullins. He set the tone for what we could expect from him our first meeting by being well prepared with area information and sales knowledge. He listened to our expectations. He clearly outlined the sales process, his strategy and sales tools.”
- Andy & Annette C., Engineer (Solana Beach)
“The buyers & their agent of my property were extremely difficult to work with. Mike & Don were able to keep our transaction together with a very professional demeanor which helped minimize our stress and keep our focus on the next step. Mike Mullins & Don Conley are assets to Prudential California Realty.”
- Joel & Susan N., Developer (Rancho Santa Fe)
“This is to recommend anyone looking for a realtor in Carmel Valley. These are uncertain times to put your home on the market, but David Foggiano and his team got us through the sale process without any problems. We were purchasing a home as well and he handled both transactions smoothly and saved us thousands through negotiations on both the buy & sell side of the transactions.”
- Urania & Mike M., Retired (Carmel Valley)
“Our experience with Matt Lockhart was that his selling plan and abilities were second to none. We sold our home in half the time it took our neighbors at a higher price.”
- Steve & Colleen L., BIO Tech (Carmel Valley)
“Don Conley is a real estate agent that has been in the business for over 30 years. It shows that Don has a masterful knowledge of all aspects of the residential real estate business, making him one of the most outstanding real estate agents I’ve ever worked with!”
- Tom G., Attorney at Law (Carmel Valley)
Conley Team
Five StepsFor Sale to Sold
STEP 1: PRE-LISTInG
1. Research your property’s competitive market area for the following:Comparable properties that are currently for sale•
Comparable properties that are in escrow or pending sale•
Comparable properties that have sold over the past year-to-date•
Comparable properties that did not sell year-to-date•
Preview as many of these properties as possible to assess value•
Obtain any current appraisals on the subject property, if current•
2. Assess your property’s value using the criteria below to adjust and pinpoint current value based on the other active, pending & sold properties:
Amenities (beds, baths, lot size, square footage)•
Location (prime, road, walking distance to community, privacy)•
Condition (model home, nice, fixer, tear down)•
Timing (Why didn’t it sell? What were the market conditions)•
Marketing (How was it marketed? Who was the target audience? Why did it not receive its best value?•
Type of sale (Was the property a distress sale?)•
3. Prepare a Comparative Market Analysis (CMA) to determine the subject property’s market value. Review determination with owners.
Drive and preview all properties deemed comparable with owner’s property•
Show active homes to owner for assessment of competition•
4. Walk the subject property with owner and get their input on special features
5. Discuss with owner the conditions of the property and any changes needed; lighting, interior, exterior, garage, possible staging
6. Discuss with owner showing instructions, open houses, broker caravan, showing condition (music/lighting), scheduling best and worst times to show
7. Discuss with owner their needs, wants & musts from the sale of their property
8. Review and discuss seller’s net sheet
9. Set competitive market price for property
10. Sign listing contract
Conley Team
Let’s get started:Measure all rooms•
Install lockbox•
Owner to fill out seller property questionnaire•
Create amenity list for the property•
Determine if any repairs are needed•
Take digital photos of interior & exterior•
Order virtual tour •
Order online floor plan•
Order professional photographer •
Write text for the property to be used on the Multiple Listing •
Service (MLS) and for online advertising, print advertising, flyer, display adsOrder sign and desired location for installation •
Install flyer box and sign riders•
Deliver interior brochure stand•
Get HOA contact information (if HOA exists)•
List of all service providers •
Determine if there is any affixed property the seller will be taking •
upon saleAny leased equipment (security system, water softener, etc.)•
Note any insurance claims•
Review seller disclosure package with sellers•
Order pest inspection report•
Order natural hazard disclosure report•
Order home warranty plan•
Order clue report•
Create a brochure for the property (interior)•
Create a flyer for the property (exterior)•
Deliver just listed flyer throughout immediate neighborhood•
Distribute brochures to all local broker offices•
Showing instructions on the property•
Input property into the MLS complete with photos •
Input property on the caravan sheet for broker open house•
We know that the 1st week on the market is the most activity a listing gets. That’s why we do our best to keep your property in front of agents and buyers so that it’s the 1st property they think about. This program has proven very successful for our sellers and I know it will work for you. There are a lot of Realtors, some good, some bad, but few have a system. WE believe in accomplishing our seller’s goals. This is our main objective. Our systems works!
STEP 2: LISTInG ACTIvATED
Five Steps: For Sale to Sold continued
Conley Team
Five Steps: For Sale to Sold continued
STEP 3: LET’S FInD A BuYER
Internet Advertising
Zillow.com•
Craigslist.com•
Realtor.com•
Prudentialcal.com•
Signonsandiego.com•
msn.com•
Cyberhomes.com•
Yahoo.com•
Listingbook.com•
ConleyTeam.com•
Twitter.com•
Trulia.com•
Print Advertising
Prudential display ads•
Conley Team in column ads•
Yard Sign
Flyer box •
Contact me•
Marketing to Real Estate Community
Prudential San Diego / Prudential Nationwide •
Network
RELO – Prudential Relocation Accredited •
NSDCAR – North San Diego County Association of •
Realtors
MLS – Sandicor Multiple Listing Service•
REBA – La Jolla Board of Realtors•
CRS – Certified Residential Specialist•
GRI – Graduate of Realtor Institute•
E-PRO – Internet Relocation Professional•
PRP - Out of area Professional Reciprocal Program•
Open Houses
Broker•
Public•
Private•
Home Tour•
Marketing Meetings
Local Prudential offices•
Local Real Estate Broker Association (REBA)•
North San Diego County Association of Realtors •
(NSDCAR)
Peer group new business pitch sessions•
Mastermind Group
Conley Team
Monday
Review market activity•
Update internet advertising•
Update current loan information and interest rates•
Check lockbox for activity and follow up with all •
agents for feedback
Resupply exterior flyers and interior flyers at the •
property
Property available for buyer showings•
Review step 2 of 5 step plan to ensure all information •
is current
Tuesday
Review market activity•
Update internet advertising•
Attend weekly Prudential office meeting and pitch •
property
Report to owner with all market updates and activity •
report
Set open house/broker caravan schedule with owner•
Property available for buyer showings•
Update Conley Team in column ads•
Wednesday
Review market activity•
Update internet advertising•
Attend and pitch property at broker meeting •
Host caravan 12:30 – 4:30 every 30 days necessary•
Report to owner agent feedback and activity from •
caravan
Preview any new comparable listings on the market •
Check lockbox for activity and follow up with all •
agents for feedback
Property available for buyer showings•
Thursday
Review market activity•
Update internet advertising•
Input Prudential display advertising•
Update MLS information to cause notification to •
agent community of changes, keep listing fresh
Input open house email blast to active buyers & agent •
community
Property available for buyer showings•
Friday
Review market activity•
Update internet advertising•
Resupply exterior flyers and interior brochures at the •
property
Reconfirm open house with owner when applicable•
Communicate with mastermind group•
Check lockbox for activity and follow up with all •
agents for feedback
Property available for buyer showings•
Saturday
Review market activity•
Property available for buyer showings•
Sunday
Review market activity•
Open house 12:30 – 4:30 twice monthly if possible•
Report to owner open house activity•
Property available for buyer showings•
Go see other comparable homes open for market •
knowledge
Five Steps: For Sale to Sold continued
STEP 4: COnLEY TEAM APEx MARKETInG PLAn, Repeated weekly
Conley Team
Five Steps: For Sale to Sold continued
STEP 5: ESCROW / InSPECTIOn PERIOD
Offer Process
Review complete written offer including copy of deposit check and prequalification letter from a lending institution•
Accept the initial offer or submit a counter offer always keeping the lines of communication open and expressing •
our point of view
Agree on acceptable terms and price•
Confirm in writing acceptance of offer and open escrow•
Ensure deposit check has been deposited into escrow trust account•
Receive verification of funds from the prospective buyer•
Establish contact with buyers lender to ensure the loan process is underway•
Determine timeline for the transaction•
Review seller’s disclosure package with seller to update for accuracy and deliver to buyer •
Review and fill out all needed escrow documentation•
Physical inspection: schedule & attend inspection to hear first hand any red flags or possible areas of concern•
Termite inspection: schedule & attend inspection to deem what work if any is necessary •
Appraisal: meet appraiser face-to-face, if possible, supporting the agreed upon sale price showing the value •
in the property
Order all necessary reports (Title, HOA, NHD, Home Warranty)•
Follow up on all inspections & reports with buyer or buyer’s agent•
Discuss any findings from the reports and determine what repairs are requested from the buyer, if any•
Agree on repairs to be made if needed based on buyer’s physical inspection •
Prepare Buyer’s Notice to Perform (if necessary)•
Receive buyers removal of all contingencies•
Ensure all contingencies are removed•
Track buyers loan with lender ensure time frame is intact•
Contact service providers to remove your name from services•
Set up loan to fund•
Set up title to be transferred and recorded•
Close out escrow file•
Confirm forwarding address for any needed documentation•
Conley Team
How Long will it take to sell?
Location
One of the few factors that are uncontrollable yet so important to a home’s sale is location. Below is a short list of some of your home’s locations key attributes:
What type of community/neighborhood is the home in?•
Is your home land locked between multiple homes or do •
you have some space between you and your neighbors? Do you have a private yard?
Does the backyard face south-southwest?•
How is sunlight? Does your home get natural light?•
What is the size of your yard?•
What is your home’s proximity to parks, power lines, •
major roads (freeway)?
Is you home on a busy street or back up to a busy street?•
Do you live on a cul-de-sac?•
Is your home located by gated entrance?•
Do you have any kind of view? If so, what do you have a •
view of and is it from the front or back yard?
How your agent presents your home is the key here. Its our job to add value to your home.
Amenities
Along with location buyers compare amenities (beds, bath, sq.ftg, pool) when determining value of your home. It is important that your agent describes/illustrates the amenities of your home in a way that maximizes value.
Condition
It goes without saying that homes that are well maintained and cared for will show better and eventually sell faster than those that are not. Pride of ownership proves to be a very common theme when buyers consider potential homes. Continual maintenance and upkeep are vital to a successful, quicker sale.
Signs of neglect can turn off a buyer as well. We can identify those potential trouble areas. Your agent can not be afraid to point out opportunities in the condition of your home.
Terms
Making your home easy for buyers to see is critical in getting your home sold. The Conley Team is known for working with agents to make it easy.
Marketing
Lets get the word out – Its our job to expose your property to as many motivated buyers and real estate agents as possible. Our proven 5 step marketing plan works. Internet – Print – Relationships – Real Estate Community – If buyers are looking they will see your home.
Maximum Exposure = Maximum Value
negotiations
Our combined 50 years experience with real estate contracts we know how to protect our clients interests. Our vast experience in contracts and negotiations will benefit you greatly! Over the past 10 years we have negotiated over 445 successful sales valued at roughly $379,000,000.
There is a difference in attorneys, doctors, lawyers, engineers, teachers & sale professionals. It’s in the experience, caring, knowledge and the “natural talent” that sets them apart.
We believe sales and negotiations go hand-in-hand. We can make a difference in the outcome that you are looking for.
Price
(See following page)
How long it will take to sell your property depends on the following seven conditions:
Conley Team
Price Is The #1 Most Important Factor In The Sale of Your Home
Pricing Guidelines
What you paid for the property does not effect its value•
The amount of money you need to get out of the sale does not effect its value•
What you think it should be worth has no effect on its value•
What another real estate agent says your property is worth does not affect its value•
An appraisal does not always indicate what your property is worth on the open market•
The value of you property is determined by what a ready willing and able buyer will pay for the property in the open market, which will be based upon the value of other recent closed real estate transactions. Ultimately it is you the seller and the buyer together determine a property’s value.
Benefits of Proper Pricing
Faster Sale: •
Less Inconvenience•
Increased Salesperson Response•
Exposure to More Prospects•
Better Response from Advertising•
Higher Offers•
More Money to Sellers•
Drawbacks of Overpricing
Reduces Activity•
Lower Advertising Response•
Loss of Interested Buyers•
Attracts The Wrong Prospects•
Helps The Competition•
Eliminates Offers•
Causes Appraisal Problems•
Lower Net Proceeds•
Benefits Of Proper Pricing
It’s important to position your home at the best price during its first market exposure.
Weeks on Market1 2 3 4 5 6 7 8
List Price
Sales Price
True Market Value
Weeks�on Market1 2 3 4 5 6
Num
ber
of B
uyer
Sho
win
gs
Conley Team
Why Prudential California Realty?
98% of consumers worldwide recognize the Prudential name•
Over $90 million a year in high-profile advertising•
Market dominance in high-end communities across Southern California•
Intensive local and national networking, high-profile print exposure and sweeping online exposure•
Put the power of The Rock on your side•
Berkshire Hathaway:
Warren E. Buffett – Chairman of the Board, •
Chief Executive Officer
$109 billion market capitalization•
$69 billion in cash and invested assets•
HomeServices of America:
400 offices•
20,000 sales associates•
180,000+ closed brokerage transactions•
$57.7 billion in volume•
It’s important to know the real estate company you
choose is backed by the power, authority and assets of a
global leader. Prudential California Realty is owned by
HomeServices of America, a Berkshire Hathaway affiliate
— so you can choose us with exceptional assurance.
Conley Team
Not Concerned Very Concerned
Advertising 0 1 2 3 4 5
Open Houses 0 1 2 3 4 5
Showing Procedures 0 1 2 3 4 5
Multiple Listing Services 0 1 2 3 4 5
Pricing 0 1 2 3 4 5
Closing Costs 0 1 2 3 4 5
Commissions 0 1 2 3 4 5
Security 0 1 2 3 4 5
Buyer Qualifications 0 1 2 3 4 5
Marketability 0 1 2 3 4 5
Financing 0 1 2 3 4 5
Negotiations 0 1 2 3 4 5
Communication 0 1 2 3 4 5
What are your Biggest Concerns?
When working with The Conley Team, we want to act in YOUR best interests. We’re eager to have you share your concerns & expectations about the sale of your home.
*Please take a moment to complete the survey below*
When it comes to the sale of your property, what are your biggest concerns?
Conley Team
Your Questions
Selling your home is a complex process, and it’s only natural for you to have some questions and concerns. Please don’t hesitate to ask any question that you may have. When it comes to selling your home, there is no such thing as a dumb question.
Please note any questions you may have so we can address them during our meeting:
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Conley Team
When you purchased your home you did it for specific reasons. These reasons may very well sell it as well!
What was your reason for purchasing this home?
What have you enjoyed about your home?
Describe some features about your home that the casual homebuyer may not see on a first visit to your home?
What upgrades/additions have been done (if any) since your purchase of the property?
Help us sell your home
Conley Team
Questions to ask your agent
Do you work as a full time Realtor?1.
How many potential buyers and sellers do you work with at any given time?2.
How many buyers are you currently working with?3.
In what way will you encourage other realtors to show and sell my property?4.
What can you tell me about the real estate market in this area?5.
What price do you recommend for my home, and what is that number based on?6.
What are your average days on the market for a home comparable to mine?7.
What kind of advertising do you do?8.
How often will my property be advertised, and where?9.
How do you attract buyers from outside the area?10.
Will you prepare an informative brochure for my property? May I see a sample?11.
Where and how will the brochures be distributed, and to whom?12.
Do you have a system for follow up with other agents and brokers so that we get valuable feedback after 13. every showing?
How often, and in what way will I be kept informed?14.
Are you associated with a national referral network that refers buyers to you and gives you the opportunity to 15. refer me to the top agent in the town or state I am moving to?
Do you have a team to help support you with details, or are you a one person wonder who juggles all the 16. tasks themselves?
Do you have a way to market my home through the internet or virtual tour?17.
Do you have a specific marketing plan designed to sell my property quickly and for top dollar? How does it 18. go beyond placing a sign in my yard and inputting the listing to the Multiple Listing Service?
Do you have references that I may call?19.
What happens if I am not happy with your services? Can I cancel my listing if I am not satisfied or am I 20. locked in?
Marketing & Advertising